Collegiate Select Director - West Coast

About the role

BSN SPORTS, A VARSITY BRANDS COMPANY - THE RECOGNIZED LEADER IN TEAM ATHLETIC GEAR

For over 50 years, BSN SPORTS has been the largest team sporting goods equipment and apparel distributor of choice in the United States. Our 3,000 BSN SPORTS employees strive to support the Heart of the Game by putting valuable time back into the day of coaches and administrators through excellent service platforms. Our company mission is simple: Save coaches and administrators time with everything they do off the field so they have more time to impact young lives on it.

LOCATION: West Coast (CA, UT, WA, OR, AZ, CO, WY, MT, AK, HI, NV, NM)

PAY

$120,000 - $180,000 + bonus

Travel

Approximately 20% to 25%. Some out-of-area and overnight travel may be required.

How You Will Make an Impact

BSN SPORTS is seeking a strategic, commercially minded leader to help shape the next phase of growth for the Collegiate Select division. This high-impact role brings together new business development, partner activation, customer success, and campus-wide expansion across the Midwest Territory.

This role builds trusted relationships with athletic departments and university leaders, opens new opportunities, ensures signed agreements become successful partnerships, and creates repeatable systems that strengthen adoption, retention, satisfaction, and growth. Serving as a critical link among customers, Field Sales, global brand partners, and other BSN teammates, this leader delivers an exceptional partner experience from the first conversation through long-term expansion and reports to the Senior Vice President of Collegiate Select.

What You Will Do

• Within a defined territory, develop a deep understanding of each partner's goals, needs, and operating rhythms.
• Create and manage a robust growth and renewal pipeline.
• Leverage existing industry relationships and create new connections to accelerate customer acquisition and expand BSN's reach without relying solely on Field Sales involvement.
• Lead the commercial process by delivering compelling sales presentations, guiding commercial discussions, negotiating effectively, and executing new and renewal agreements.
• Expand existing partnerships by connecting athletics with other campus departments to increase adoption, grow volume, and maximize customer value.
• Support onboarding, activation, and early success by guiding institutions through contract activation, local sales alignment, systems setup, branding workflows, product education, and service introduction.
• Raise the standard for business reviews by establishing a disciplined approach that identifies service risks, adoption gaps, and growth opportunities, then coordinates proactive solutions that strengthen retention and partnership health.
• Execute numerous collegiate RFPs and bids each year, collaborating with the go-to-market operations team and cross-functional teammates to enhance procedures and efficiencies.
• Serve as the Collegiate Select expert, aligning Field Sales, territory teams, support teams, and campus stakeholders around clear plans, the right products and solutions, and exceptional service.
• Enable stronger Field Sales execution by advising strategy, coaching, tools, and change leadership that improve effectiveness, close rates, CRM discipline, order processes, and collegiate licensing compliance.
• Collaborate with Marketing to create market-specific campaigns, presentations, communication frameworks, engagement programs, and resources tailored to Varsity Athletics.
• Maintain exceptional CRM documentation and use company platforms to track pipeline activity, customer visits, quarterly business reviews, and follow-ups.
• Use data, customer feedback, and performance trends to improve activation speed, satisfaction, adoption, retention, expansion, and operational efficiency.
• Other duties as assigned.

Knowledge, Skills, Abilities

• Strategic leadership: ability to translate long-term opportunity into practical plans and strong day-to-day execution.
• Exceptional business acumen in selling, negotiation, contract management, strategic planning, executive account management, and problem solving.
• Proven customer focus and ability to build durable internal and external relationships that create long-term value.
• Executive communication skills with the confidence and clarity to influence senior executives, institutional partners, and internal teams.
• Ability to collaborate across functions, align teams, and influence outcomes without direct authority.
• Strong organization and accountability while managing competing priorities and tight deadlines with attention to detail, urgency, clarity, and ownership.
• Sound and timely decision-making that balances customer outcomes, organizational goals, risk, and opportunity.
• Action-oriented approach demonstrating initiative, resilience, energy, opportunity recognition, and follow-through.
• Strong proficiency in Microsoft Office and CRM platforms, with the ability to use business intelligence and AI tools to manage activity, reporting, and execution.
• Education, Certification and Experience
• Bachelor's degree preferred.
• Residence in a Midwest Territory state preferred but not required.
• Minimum of ten (10) years of progressively responsible experience in collegiate sales, business development, strategic partnerships, account management, customer success, onboarding, or related roles.
• Minimum of five (5) years of experience in customer-facing, strategic, or operational roles.
• Collegiate sales experience required. Experience working in or with collegiate athletics or university environments is strongly preferred.
• Demonstrated success presenting to, influencing, and building relationships with executive-level customers and complex organizations.
• Proven ability to manage multiple strategic initiatives simultaneously while maintaining exceptional attention to detail.

Physical Requirements

While performing the duties of this job, the employee is regularly required to sit; use hands to finger, handle, or feel; reach with hands and arms; and talk or hear. The employee may occasionally be required to stand; walk; drive; climb; balance; stoop; kneel; crouch; or crawl.

• #LIBD1
• Please note this job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities required of the employee for this job.

Our Benefits

We are committed to putting you and your families first. For benefits eligible roles, we offer a variety of choices and costs as well as program enhancements that align with our responsibility to elevate the employee experience. Some of our offerings include:

• Comprehensive Health Care Benefits
• HSA Employer Contribution/ FSA Opportunities
• Wellbeing Program
• 401(k) plan with company matching
• Company paid Life, AD&D, and Short-Term Disability
• Generous My Time Off & Paid Holidays
• Varsity Brands Ownership Program
• Employee Resource Groups
• Access to Financial Coaching and member-owned Credit Union
• St. Jude Partnership & Volunteer Opportunities
• Employee Perks including discounts on personal apparel and equipment!

Eligibility for company-sponsored benefits is determined by scheduled work hours, and the terms of the applicable benefit plans. Benefit offerings and eligibility requirements may vary by position and are subject to change in accordance with plan documents and applicable law.